sales coaching
Back To Basics!
There are thousands of posts, hundreds of books that examine every nuance of sales enablement and performance management. Billions are spent in advanced or specialized sales training programs or sales enablement tools.
Learn from the Best, Move the Middle, Recycle the Rest
According to Sales Benchmark Index, across the industry as a whole, 83% of sales revenues are generated by only 13% of the sales population. And even if the asymmetry within your own sales organisation is less pronounced, it’s a reasonably safe assumption that there is some sort of significant imbalance between the best and the rest.
Who calls the shots? Understanding decision making committees
Much has been written about changing buyer behaviors, the automation of transactional sales and the sales profession’s continuing march towards increased irrelevance and inevitable extinction.
Are You Aligned With Where Your Customer Is In Their Buying Process?
A friend called me for advice today. He’s a great sales person, a big deal hunter. He wanted to review a deal strategy and call plan he was making on a CTO at a very large, fast growing prospect. His colleagues had been working with the CTO’s team. By far, they were the front runners for their first piece of business with this customer. By itself, it was a big order, but his colleagues saw a lot more potential in the account.
Will we ever start coaching our sales people?
Let me be the 2,366,714th person to point this out: sales coaching is really important. Unfortunately, it is something we continuously talk about doing, but never get around to actually implementing. We’re busy, right? There are meetings to be had, calls to make, forecasts to produce.
The key to great B2B sales questions - get your prospects to choose
You’re probably very familiar with the difference between open and closed questions, and how and where they can be most effectively used in the sales process. At the most basic level, closed questions allow the person asking the question to retain control of the conversation, whilst open questions hand control of the conversation to the person answering the question.
